Principal Sales Consultant

Ashburn Consulting•Ashburn, VA

About The Position

Ashburn Consulting, a Small Business based in the Washington, DC metropolitan area, specializes in providing network and network security solutions in complex environments to government and business clients. The company is seeking a seasoned, entrepreneurial Principal Sales Consultant – Client Strategies to drive growth by securing and expanding client engagements across key State and Local (SLED) markets. This role is designed for business developers who thrive in dynamic environments with limited internal support and who can independently identify, shape, and close high-value opportunities across technology consulting, advanced services, and managed services. This position is ideal for self-starters who understand how to build and scale revenue, develop long-term client relationships, and open new business channels. The successful candidate will be expected to aggressively grow their book of business, leveraging Ashburn’s strong portfolio of past performance and a comprehensive services catalog to position differentiated value in the market. Ashburn also maintains strategic relationships with a select network of OEM partners, and the right candidate will know how to uncover and develop opportunities that evolve into strategic partnerships aligned with core consulting focus areas, including network modernization, cybersecurity, and cloud transformation. This includes effectively working within OEM ecosystems to position value-added services and, where appropriate, support product-related opportunities.

Requirements

7+ years of direct experience selling IT consulting or advanced technical services.
Strong ability to independently identify, shape, and close net-new opportunities without reliance on a large internal support team.
Demonstrated success in building a pipeline and scaling a business portfolio to multimillion-dollar levels.
Deep knowledge of public sector acquisition, procurement strategy, and contract vehicle structures.
Excellent consultative sales, communication, and relationship-building skills.
Proficiency in CRM systems (e.g., Salesforce, HubSpot) and pipeline management.

Nice To Haves

Market experience within SLED or Commercial sectors.
Familiarity with Prime contract capture, teaming strategies, and proposal development.
Understanding of IT modernization trends including Zero Trust, network security, hybrid cloud, and identity architecture.
Openness to identifying product partnerships that enhance strategic consulting services in key domains.

Responsibilities

Prospect, identify, and pursue entirely new clients in assigned verticals with a focus on technology services and offerings from our strategic services catalog.
Initiate and lead high-value client engagements through relationship building, discovery, and strategic dialogue.
Develop and execute tailored account penetration plans using consultative sales approaches.
Lead strategic conversations that reveal client challenges in cybersecurity, cloud, and infrastructure modernization.
Shape and qualify opportunities for services delivery by partnering with solution architects and technical leads.
Serve as a subject-matter-aware advisor, able to position Ashburn’s capabilities within client missions.
For public sector targets, assess and recommend strategic contract vehicles (GWACs, BPAs, IDIQs) for Ashburn to pursue.
Build and present business cases internally to justify investment in targeted Prime contracts, backed by opportunity analysis and customer alignment.
Collaborate with leadership and capture team on teaming, proposal planning, and vehicle onboarding.
Maintain active relationships with newly acquired clients and drive sideways and upward account expansion.
Act as the primary relationship owner through early delivery and into ongoing business development phases.
Champion Ashburn’s value proposition to retain and grow wallet share over time.
Represent Ashburn at industry events, forums, and partner summits to build reputation and drive client awareness.
Provide feedback from the field to refine offerings and enhance market alignment.
Help shape Ashburn’s GTM (go-to-market) strategy, especially where services and complementary products intersect.